Until You Have Determined The Real Need, You Can’t Expect To Sell Anything Successfully.

Customer Discovery #1: Cold Calling Workshop

and how to ask customers for money!

Why Do People Buy?

Learn To Listen

The less you say, the more you discover

• Has the potential customer used something similar to what you’re selling?

• Do they have a budget in mind?• What’s their buying cycle? Are they ready to buy NOW?• Any fears?• Who’s the real decision maker?• People want to talk about them, not you.

Ask Powerful Questions

• “Successful people ask better questions, and as a result, they get better answers” –

Tony Robbins

Plan For Success – Prepare!

• Write down your best 25 questions and REHEARSE them

• Seek a professional for review and touch ups

Engagement Question

• A question asked about the other person, that makes them stop and think, consider new information.

Purpose of Engagement Questions:

• Build trust• Create a desire to purchase from you• To create a relationship• Make the other person feel good• Gain an understanding of their situation• Gain a commitment

Be Genuine

• Social Phony – “Hey, so do you come here often?”

• Business Phony – “Are you interested in saving money right now!?”

Qualifying Questions

• Target market should already be decided• Are they worth the time and effort?• Do they show a need relatively soon?• Are they a decision maker?

Qualifying Question Examples

• What’s your time frame for the project?• Who else will be involved in the buying

decision?• If we meet your needs today, what are your

next steps?

Build Rapport

• People buy from people they like• Don’t go in like it’s a sales pitch• Find the common ground• Talk about THEM• This is where THEY are qualifying YOU

Idle Chatter

• The weather• The News• “Things”

True Rapport Builders

• Their personal experiences, opinions, and their wisdom.

• Look out for the “link”• Remember, talk about THEM! • Keep it positive• Keep it light

The Missing Link

• The link is something that you both like and know about. This is where rapport becomes strongest.

• A vacation spot• Favorite sport• The town you grew up in

Master Your Sales Process

• Prospecting• First Contact• Sales Meeting• Making The Sale• Follow Up!

Ready To Cold Call?

Types of Calls

• Cold • This is the first time that you’ve contact them• Introducing the benefits of dealing with you• Establishing who you should be doing business

with

Types of Calls

• Warm• You’ve been referred to them by somebody• You know them from a previous encounter• They’re expecting your call• They’ve applied for a “send me info” from

your website

Scared?

• You need to realize what you’re afraid of and deal with it

• Afraid of sounding stupid? Being too pushy? Answering their questions effectively? Rude people?

Prepare

• Research• Prepare your questions and know you’re script

inside out• Role play your sales call or meeting –

Confidence is key!• Have a paper and pen to take notes during the

call

Have a Goal

• What do you want to get out of the call? • What is your desired result?

Know Your Product

• People buy from people they trust. Being an expert builds credibility and credibility breeds trust.

General Cold Call Flow

• Introduction – Who are you and where are you from?

• Ask permission to speak• Make a statement that creates curiosity• Make a statement that build value• State the purpose of the call – Booking a

meeting? To send them more info?

Call Flow Continued

• Summarize the call – make sure all their questions have been answered

• Set up an action and follow up – are you making the sale or booking an appointment?

Curiosity

Curiosity Builders

• You don’t have Home Mortgage Protection, were you aware of that?

Perceived Value

• The worth that a product or service has in the mind of the consumer

Value Statement

• What it’s going to do is protect your home and family, if you were to pass away, the home is paid for and anyone left behind is not left with the burden of the debt.

Email Cold Calling• Dear John,

I'm with ____________, I have some ideas I was hoping I could discuss with youregarding your payment solutions services. We are a company founded bypoker players and backed by a strong consortia consisting of successfulindustry businesses including ______and _________.

Our goal is to encourage an understanding of bankroll management and linkit directly to the players payment solution, which is key to bringingplayers up to higher levels and continued ability to play. Our solution isfully compliant with latest EU legislation (and money laundry regulations)and has attractive MSC¹s for merchants. As you can imagine, this results inexcellent cost savings.

We may be able to also offer you a premium partnership, which would allow youto have a branded card to enhance your marketing. I can go into greaterdetail if you have some time.

Would you have 30 minutes to talk with me about this idea?

Thank you.

How do you ask customers for money?

• Did you want to pay by cash or credit?• Engagement and Value are the key!